Sales Hustle is now Sales Transformation
Jan. 18, 2022

#230 S2 Episode 99 - 4 Things That Can Improve Your Sales Prospecting

In this episode of the Sales Transformation episode, Collin gives out four tips that will help improve your sales prospecting, regardless of which platform and tools you use. Good prospecting work is crucial for all types of sales work, and is the stage where you establish trust and rapport with your future customers.


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HIGHLIGHTS

  • Don't hurt your own reputation
  • Be mindful in your reach outs
  • Ensure that people are getting value from you 
  • Do everything consistently

QUOTES

Colin: "You got to view sales as a relationship. And if you're doing things that are gonna hurt your reputation early on, it's really hard to recover from that."

Colin: "Before you send an email or make a call, or send a message in Linkedin, ask yourself this simple question and think about it: will this have any value to the person that I am calling, that I am sending this to?"

Colin: "Consistently, use all of the channels at your disposal. Consistently, look for ways to improve, and consistently look for new things to test."

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell, and this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] All right. Welcome to another episode of sales transformation. Today is a solo episode where I'm going to dig into some things that you can do to improve how you approach. Prospecting prospecting is one of my personal favorite things to talk about. Um, but I want to talk about some things that I haven't really covered in the past.

[00:00:45] So the big thing is you want to be able to establish trust and report. With your prospects early on in the sales process. Okay. And there's a lot of things that you can do that can hurt this, that can make it really hard to recover, uh, or difficult to build that trust and rapport early on in the relationship, you gotta view sales like a relationship.

[00:01:14] And if you're doing things that are going to hurt your reputation, Early on. It's really hard to recover from that. And what I'm talking about specifically is, you know, sending irrelevant spam, um, you know, sending LinkedIn DMS with what we like to call pitch slapping a bunch of bunch of features and benefits that aren't relevant.

[00:01:36] Um, you know, all of these things that are still going on, or even in a cold call when you just revert directly to pitching without actually starting a conversation. Asking some questions and seeing if it's even relevant. So you never want to do anything. That's going to put your character into question, um, or, you know, come off as desperate, you know, by blanket blanket, uh, sending messages to anybody and everybody and trying to see what will stick.

[00:02:01] So that's the number one thing right before you send an email or make a call or send a message in LinkedIn, ask yourself this simple question and think. Will this have any value to the person that I am calling that I am sending this to and think about that for a second. And if the answer is no, don't make that call.

[00:02:28] Don't send that email. Don't send that LinkedIn DM message. Um, and a lot of people talk about value. Like, you know, No for sure. Like, Hey, is this person on the other end of this message or on the phone, can they benefit from what we do? Um, but try to start a meaningful conversation around value, some value, some key insights, um, some things that you've learned from other people like them, that you work with, things like that.

[00:02:56] So think about how you can add value before hitting send or picking up the phone. Um, Now you must, um, Do these things consistently. So biggest thing with any prospecting channel is consistency, consistency, consistency. So don't, you know, send a bunch of videos in one day and then stop sending videos and say, sending videos doesn't work, or, you know, don't try one approach on LinkedIn and generate zero leads and say, you know, LinkedIn prospecting doesn't work so consistently.

[00:03:35] Use all of the channels at your disposal consistently look for ways to improve and consistently look for new things to test. These are all things that you want to do consistently to level up your prospecting on all channels. Okay. Um, now the biggest thing is this a little bonus tip, have your own experience with prospecting.

[00:04:01] Don't let what others say. Or what others say, don't, you know, doesn't work or this, you know, approach, uh, have your own experience because. You know, w w who you are, who you attract, who you're prospecting into, what you do, which industry, what title, all of these things matter. There's too many variables for anybody to tell you that there is one, right answer one silver bullet, or one way you should be prospecting.

[00:04:30] So hope this was helpful. Um, if you enjoy today's episode, Please write us a review, share the show with your friends. And I'm always listening for your feedback. You can go to sales, transformation.fm and drop me a voice dam, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:04:52] If you're tired of doing things the old way and want to get started in your journey with other people on the same path. Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.